HUBSPOTS PARTNER AGENCY GUIDE1 WWW.HUBSPOT.COM BEING A PARTNER AGENCY HubSpots Guide to Access to all Partner Agency resources in one easy to reference eBook A publication of
HUBSPOTS PARTNER AGENCY GUIDE2 WWW.HUBSPOT.COM ... brings your whole marketing world to- gether in one, powerful, integrated system. HUBSPOTS ALL-IN-ONE MARKETING SOFTWARE Get Found: Convert: Nurture your leads and drive conversions Analyze: Measure and improve your marketing Plus more apps and integrations LEAD GENERATION U BLOGGING & SOCIAL MEDIA q EMAIL & AUTOMATION M SEARCH OPTIMIZATION s MARKETING ANALYTICS YLEAD MANAGEMENT g
HUBSPOTS PARTNER AGENCY GUIDE3 WWW.HUBSPOT.COM CONTENTS YOURE A HUBSPOT PARTNER AGENCY /6 LEARN HOW THE HUBSPOT SOFTWARE WORKS /9 I HAVE AN INBOUND LEAD /13 A LEAD BECAME A CUSTOMER /23 ONGOING SUPPORT FOR PARTNER AGENCIES /29 HUBSPOT SOFTWARE TOOLS /32 PARTNER AGENCY TOOLS AND RESOURCES /56 REGISTERING LEADS /58 PARTNER AGENCY TIERS /60 PARTNER PORTAL /63 CUSTOMER HAPPINESS INDEX (CHI) /65 PARTNER AGENCY COMMISSIONS /67 HUBSPOT GLOSSARY /69
HUBSPOTS PARTNER AGENCY GUIDE4 WWW.HUBSPOT.COM Congratulations on becoming a HubSpot Partner Agency! Youve joined a growing team of agencies who understand the changing landscape of marketing! By becoming a HubSpot partner, Marketing and streamline your client delivery and reporting. Were looking forward to growing your business with you!
HUBSPOTS PARTNER AGENCY GUIDE5 WWW.HUBSPOT.COM My Channel Account Manager Name: Email: My Inbound Marketing Consultant Name: Email: My Account Manager Name: Email: Other Contacts Billing Questions: Billing@HubSpot.com VAR Program Manager: VAR-Program@HubSpot.com Technical Support My HubSpot Contact List
HUBSPOTS PARTNER AGENCY GUIDE7 WWW.HUBSPOT.COM Step 1 HubSpot Authorization (Contract for HubSpot portal) You will receive this from your Channel Account Manager (CAM) Complete the online billing link Save a copy of your contract Step 2 Send your Partner Contract & W9/W8BEN (REQUIRED) Download the appropriate forms from the Partner contract page on HubSpot.com Step 3 Register your leads with HubSpot Register at least 5 leads via this link: http://var.hubspot.com/var_add_lead Youre now a HubSpot Partner Agency!
HUBSPOTS PARTNER AGENCY GUIDE8 WWW.HUBSPOT.COM Step 4 Participate in your HubSpot product training 1-on-1 training OR HubSpot Academy 1-on-1 training: You will be introduced to your Inbound Marketing Consultant (IMC) HubSpot Academy: You will receive a link from your CAM to register for the HubSpot Academy kickoff call Step 5 Partner Agency Sales training will begin (usually in week 3) These sessions are lead by HubSpot Partner team members Youre now a HubSpot Partner Agency!
HUBSPOTS PARTNER AGENCY GUIDE9 WWW.HUBSPOT.COM SECTION 2 LEARN HOW THE HUBSPOT SOFTWARE WORKS
HUBSPOTS PARTNER AGENCY GUIDE WWW.HUBSPOT.COM Step 1 Get introduced to your consulting track (1-on-1 OR HubSpot Academy) 1-on-1 training You will be introduced to your Inbound Marketing Consultant (IMC) Schedule a kickoff call with your IMC HubSpot Academy You will receive a link from your CAM to register for the HubSpot Academy kickoff call Register for your kickoff call Step 2 If you have a lead, follow the steps in I have an Inbound Lead! Learn how the HubSpot Software Works
HUBSPOTS PARTNER AGENCY GUIDE11 WWW.HUBSPOT.COM Step 3 Participate in product training Consulting framework: Session 1: Kickoff call Youll be introduced to: The 1-on-1 Partner Agency Learning Center OR the HubSpot Academy Learning Center depending on your consulting tract The HubSpot Partner LinkedIn Group www.hubspot.com/partners Technical Support Session 2: Landing pages/CTAs Youll receive eBooks you can customize and use for lead generation on your website Learn how the HubSpot Software Works
HUBSPOTS PARTNER AGENCY GUIDE12 WWW.HUBSPOT.COM Step 3 Consulting framework continued: Session 3: Lead Nurturing Session 4: Email Marketing Session 5: Lead Intelligence Session 6: Blogging/SEO Session 7: Reporting Session 8: Wrap Up Youll be introduced to Ongoing Learning Resources Step 4 Take the HubSpot Partner Exam Learn how the HubSpot Software Works
HUBSPOTS PARTNER AGENCY GUIDE13 WWW.HUBSPOT.COM SECTION 3 I HAVE AN INBOUND LEAD
HUBSPOTS PARTNER AGENCY GUIDE14 WWW.HUBSPOT.COM The HubSpot Sales Process is composed of the following steps: Step 1 Research Step 2 Prospect Step 3 Connect call Step 4 Step 5 Diagnostic & goal setting call Optional Steps Present solution - demo Trial process Step 6 Agree on contract scope / fee I have an Inbound Lead
HUBSPOTS PARTNER AGENCY GUIDE15 WWW.HUBSPOT.COM Step 1 Research Ensure youve registered your lead: http://var.hubspot.com/var_add_lead Goal of Research Determine the priority of the lead (High/Med/Low) Understand the company and contacts sophistication with inbound marketing Identify opportunities for personalization, trust development, rapport building How to Research Is the goal of the website to generate leads? Look for contact us / conversion forms, or shopping carts Check whether the lead contact is on the management team Who does the company target? (B2B vs B2C?) Are the page titles and URLs currently optimized for search engines? Is there under-utilized content in PDFs or long FAQ pages? Do they have active social media accounts across different communities? Do they have calls-to-action (CTAs) placed prominently on their site? Do those CTAs lead to well-designed landing pages that give away compelling offers? Tools Marketing Grader I have an Inbound Lead
HUBSPOTS PARTNER AGENCY GUIDE16 WWW.HUBSPOT.COM Step 2 Prospect Goal of Prospect Try to get the person to pick up the phone or connect with you How to Prospect Do a series of voicemails and email attempts until you get a connect Always follow a voicemail with an email (up to 5 vmail/emails) Schedule times in your Calendar to do this Tools Prospecting webinar I have an Inbound Lead
HUBSPOTS PARTNER AGENCY GUIDE17 WWW.HUBSPOT.COM Step 3 Connect call Goal of the Connect call Establish an initial relationship with your prospect Build initial credibility and rapport Begin the qualifying process How to Connect Use the connect call playbook Make sure to ask if there is anyone else they should include on the call (e.g. business partners, co-founders, etc) then: Set date and time Send a meeting invite Write down the activity in your records Its ok to cut them loose It doesnt sound like you guys really have any challenges that you really need any help with. It sounds like youre very happy with your business and Tools Marketing Grader I have an Inbound Lead
HUBSPOTS PARTNER AGENCY GUIDE18 WWW.HUBSPOT.COM Step 4 Inbound Marketing Assessment (IMA) / Exploratory call Goal of the IMA / Exploratory call To QUALIFY! Continue to establish a relationship with your prospect Build additional credibility and establish trust How to do an IMA / Exploratory call change it, and how they currently plan to do so Leverage questions around GPCT & BANT: GPCT: Goals, Plans, Challenges, Timelines BANT: Budget, Authority, Need, Timelines If you want to move forward: Schedule the diagnostic call If you dont want to move forward: Send them free resources, like Marketing Grader, or one of your eBooks, and let them go Tools Your CAM can help you prepare for this call I have an Inbound Lead
HUBSPOTS PARTNER AGENCY GUIDE19 WWW.HUBSPOT.COM Step 5 Diagnostic & Goal Setting call Goal of the Diagnostic call Start to make the case for your monthly retainer How to do a Diagnostic call Do they have growth goals? Are the growth goals written down? How do they plan to achieve this planned growth? When do they need to achieve this growth by? What happens if they dont achieve this growth? How much can they afford to invest? Can you actually help them? Tools Prospect Assessment Tool that includes the Inbound Calculator (tool and webinar) I have an Inbound Lead
HUBSPOTS PARTNER AGENCY GUIDE WWW.HUBSPOT.COM Optional Present Solution - Demo Goal of the Demo If its required to present the tools, leverage your CAM to run the call How to do a Demo Complete the trial checklist Create a trial for your demo using the trial checklist Reiterate their GPCT and how it will be solved via your services (which uses the HubSpot software to accomplish) Tools Trial checklist Create a free trial Your CAM can help with this call I have an Inbound Lead
HUBSPOTS PARTNER AGENCY GUIDE21 WWW.HUBSPOT.COM Optional Trial Process Goal of the Trial To show your agencys value and win a deal How t